SALES PLAN PART

$2$

$$A

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SALES PLAN STRATEGY

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The

$7$

$$Step Sales

Process

From Prospecting to Approach

Step

$1$

$$&

$2$

$-$

$$Prospecting & Pre

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approach

$4$

$.$

$0$

$.$

$1$

$$Sales Lead

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$$Included details provided by sales leadClient: Robert XXXXXX

Client Phone:

$+$

$1$

XXXXXXXXXX

Destination: Greece

Adults:

$3$

Kids:

$2$

$($

$1$

$7$

$,$

$1$

$0$

$)$

Rooms:

$2$

Flexible Date: Yes

Estimated Departure: Aug

$2$

$0$

$2$

$4$

Trip Length:

$7$

Budget:

Itinerary Comments: Clients want overview, very high

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end

$5$

$$star hotels, private

guides.

Travel Pace:

Traveled Here Before: No

Special Occasion: Other

Priority: Beaches and major sites

$$

$.$

$$Use the same format and fill in missing

information.

$4$

$.$

$0$

$.$

$2$

$$Trip details

$$

$$Select a trip from your company

$$

s website

$($

$$globus tour

$)$

that you think best matches your sales

lead. Download a copy of the trip that best matches your sales lead with inclusions and price. For

example: Transportation, accommodation, tour director, attractions, meals, etc.

Step

$3$

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$$Approach

$4$

$.$

$2$

$$Prospect Needs Analysis

Identify

$/$

discover

$/$

$$NEEDS of YOUR prospect

$/$

customer

$.$

$4$

$.$

$2$

$.$

$1$

$$Clarifying Questions

$$

$$creating questions to uncover needs and problems of your prospect are

important to strategically help you control the flow of the conversation in order to identify their

motivations and intentions. Use must use, open

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ended, probing and rephrasing questions.

$9$

$$questions in total

$=$

$9$

$$needs uncovered

$=$

$$the features that address those needs

$)$

$1$

$.$

$3$

$$questions to uncover

$3$

$-$

product needs: identify need and features that address those needs.

$2$

$.$

$3$

$$questions to uncover

$3$

$-$

service needs: identify need and features that address those needs.

$3$

$.$

$3$

$$questions to uncover

$3$

$-$

company needs: identify need and features that address those needs.

$4$

$.$

$2$

$.$

$2$

$$Confirming Needs, using Benefit Statements

Using the needs you identified in

$4$

$.$

$2$

$.$

$1$

$,$

$$select

$1$

$$needs from each category

$($

product

$,$

$$service$,$ company

$)$

and provide a Benefit Statement. Make sure to identify the need, followed by the benefit statement

using the FAB sequence. There should be

$3$

$$benefit statements in total.

$1$

$.$

$$Product Need

$-$

$$Benefit statement

$($

using FAB

$)$

$.$

$2$

$.$

$$Service Need

$-$

$$Benefit statement

$($

using FAB

$)$

$.$

$3$

$.$

$$Company Need

$-$

$$Benefit statement

$($

using FAB

$)$

$.$

$$everything in detail with references